Best Practice Report

Delivering a Consistent Buyer Experience Through Lead Hand-Offs

January 1st, 2018


Due to an increase in marketing program touches and available content, many buyers provide a large amount of information about their interests and priorities before they speak with sales. When leads are handed off from marketing to sales, the receiving rep must be empowered with relevant context about buyers and potential next steps. To make this context usable for reps, marketers must avoid overloading leads with too much information.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.